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Management for Professionals

Successful International Negotiations

A Practical Guide for Managing Transactions and Deals

Editors: Helmold, M., Dathe, T., Hummel, F., Terry, B., Pieper, J. (Eds.)

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  • Introduces a variety of approaches to conduct successful business negotiations
  • Includes specific recommendations for 25 countries around the world with detailed examples
  • Emphasizes important cross-cultural aspects for negotiating and deal making
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eBook $59.99
price for USA in USD (gross)
  • ISBN 978-3-030-33483-3
  • Digitally watermarked, DRM-free
  • Included format: PDF, EPUB
  • ebooks can be used on all reading devices
  • Immediate eBook download after purchase
Hardcover $74.99
price for USA in USD
  • ISBN 978-3-030-33482-6
  • Free shipping for individuals worldwide
  • Usually dispatched within 3 to 5 business days.
About this book

This book describes how international negotiations can be conducted in a structured, professional and effective manner. It also offers recommendations based on examples of successful negotiations from both economically leading countries such as the USA, China and Japan, as well as smaller countries such as the Netherlands, Israel and Morocco. Providing practically relevant experiences from middle and top management positions in different business sectors, the contributors focus on all elements of negotiations, spanning from preparation, execution, strategies and tactics to non-verbal communication and psychological factors. Moreover, the chapters offer detailed introductions to more than 25 countries around the globe, which can be used as a reference guide to doing business in the specific contexts.

About the authors

Marc Helmold is a professor at the iubh International University (IUBH) at the campus in Berlin. He teaches Bachelor, Master and M.B.A. students in negotiations in the international context, performance management and supply chain management. From 2010 until 2017 he had several positions as the head of supply chain management and procurement in the market leader in the railway industry. In 2016 he has been appointed professor at the iubh in Berlin. 

Tracy Dathe is a freelance business advisor and lecturer in the fields of financial management and international communication. She owes her expertise in international cooperation not least to her practical experience in the industry. From 2012 to 2016, as CFO of an automotive spare part manufacturer, she was responsible for general commercial management at the German headquarter, as well as for the subsidiaries in China, France, Italy, Sweden, the Czech Republic, Turkey and the USA. 

 Florian Hummel is a professor at the iubh International University (IUBH) at the campus in Berlin. He focusses on hospitality and strategic management. In addition to this function he was the academic leader for the northern university locations in Germany. In 2018 he was assigned pro-rector for diversity and internationalization at the iubh University.

Brian Terry is an academic at Regent's University London and director at his own management consultancy. His expertise lies in supply chain management, IT and business process outsourcing. He has worked throughout the world, including North and South America, Western Europe, Japan and Australia. 

Jan Pieper is a professor of business economics & FDI advisor at the iubh university. He received his PhD in economics at Zürich University. 


 



Table of contents (22 chapters)

Table of contents (22 chapters)

Buy this book

eBook $59.99
price for USA in USD (gross)
  • ISBN 978-3-030-33483-3
  • Digitally watermarked, DRM-free
  • Included format: PDF, EPUB
  • ebooks can be used on all reading devices
  • Immediate eBook download after purchase
Hardcover $74.99
price for USA in USD
  • ISBN 978-3-030-33482-6
  • Free shipping for individuals worldwide
  • Usually dispatched within 3 to 5 business days.
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Bibliographic Information

Bibliographic Information
Book Title
Successful International Negotiations
Book Subtitle
A Practical Guide for Managing Transactions and Deals
Editors
  • Marc Helmold
  • Tracy Dathe
  • Florian Hummel
  • Brian Terry
  • Jan Pieper
Series Title
Management for Professionals
Copyright
2020
Publisher
Springer International Publishing
Copyright Holder
Springer Nature Switzerland AG
eBook ISBN
978-3-030-33483-3
DOI
10.1007/978-3-030-33483-3
Hardcover ISBN
978-3-030-33482-6
Series ISSN
2192-8096
Edition Number
1
Number of Pages
XX, 354
Number of Illustrations
2 b/w illustrations, 111 illustrations in colour
Topics